Account Executive – Wholesale and Distribution

Role: Account Executive – Wholesale and Distribution

Compensation: OTE 260K (Base $130K + Commission) + Equity

Location: Palo Alto

Our client has built the AI Sales SaaS Platform for the industrial wholesale and distribution industry to help sales reps quote faster, close more business, and improve margins while delivering superior customer experience. This has led to increasing customer demand and hence the sales team scale up.

This is a sales role for someone who wants meaningful ownership in a revolutionary startup and impact. Bonus: work closely with company leadership on strategy, deal execution, and customer engagement.

They are a well-funded startup with strong early traction and growing customer demand with a goal to modernize a massive industry that has historically been underserved by software.

Key Responsibilities

·         Own the full sales cycle end-to-end, managing inbound and outbound pipeline from discovery through close

·         Partner with company leadership on strategic deals while maintaining clear ownership of execution

·         Run high-quality discovery and deliver compelling, value-driven demos for mid-market and lower enterprise customers in the trades

·         Apply structured qualification (e.g. MEDDPICC) to improve deal quality, forecasting accuracy, and win rates

·         Help translate early sales learnings into repeatable processes, messaging, and deal standards

·         Collaborate cross-functionally with Product, Marketing, and Customer Success, maintaining clean pipeline hygiene in HubSpot

·         Represent our client at industry events and conferences as needed

·         Consistently hit and exceed quota while raising the bar for sales execution and customer trust

Qualifications

Bachelors or Masters (Marketing preferred)

Experience

·         3-5+ years of experience as a quota-carrying B2B SaaS Account Executive, closing complex, multi-stakeholder mid–five-figure to mid–six-figure deals for mid-market and/or lower enterprise customers with 30–60 day sales cycles

·         Proven track record of meeting or exceeding quota in fast-paced, high-ownership environments

·         Strong discovery, qualification, and value-based selling skills, with familiarity in structured methodologies (MEDDPICC preferred)

·         Comfort operating without perfect process and interest in helping build and improve it

·         Experience using modern sales tooling (HubSpot, LinkedIn, etc.) and openness to leveraging AI tools for prospecting

·         High ownership mindset: you take responsibility for outcomes, seek feedback, and continuously improve

Nice to have

·         Experience working at an early-stage startup where you helped scale or professionalize the sales motion, from early deal execution to repeatable process

·         Experience selling into the trades (HVAC, plumbing, electrical, wholesale and industrial distribution, etc.)

·         Background in high-performance environments (e.g. collegiate athletics, military, competitive operating roles)

·         Experience selling products that were early in their category or still being defined

Compensation & Benefits

·         Uncapped commission

·         Early equity package

·         Health, dental, vision, 401(k), paid time off

·         Travel reimbursement for conferences and events